Senior Sales Director

RateGain; Omaha (NE); Remote; USD 140,000 - 230,000; Full time

Job summary

Sojern, a leader in AI-powered travel marketing, seeks a Sales Director or Senior Sales Director to own a book of strategic travel and brand advertiser accounts while leading a small seller team. This remote role focuses on growth with major advertisers and agencies in a fast-paced, online travel advertising environment.

You will coach the team, own the revenue target, forecast pipelines, recruit talent, and shape go-to-market strategies in collaboration with leadership.

Qualifications

• 8+ years selling digital and programmatic ads in travel/hospitality.
• 2+ years directly managing and developing a sales team.
• Strong relationships with travel industry players and agencies.
• Proven track record of exceeding revenue targets.
• Comfortable in a player-coach role balancing accounts with leadership.

Responsibilities

• Lead, coach, and develop a small seller team toward revenue targets.
• Own team revenue forecasts and run pipeline reviews.
• Recruit, hire, and onboard sales talent.
• Develop account strategies across products and channels.
• Lead executive-level presentations and negotiations.
• Collaborate with cross-functional teams to ensure launches.
• Maintain accurate forecast and report to leadership.
• Stay ahead of travel marketing and data trends.

Skills

Sales leadership

Digital advertising

Programmatic advertising

Travel & hospitality

Team management

Negotiation

Executive presence

Forecasting

Education

Bachelor's degree

Tools

Salesforce

Google Workspace

Office Suite

Job description

Sojern is the leading AI-powered marketing platform built for hospitality, designed to boost growth and profitability for the travel industry. The Sojern marketing platform is a set of easy-to-use software and services that delivers unrivaled traveler insight, intelligent audiences, multichannel activation and optimization, and a connected guest experience—all in one place. More than 10,000 travel marketers rely on our platform annually to find, attract, convert and engage travelers. Sojern was founded in 2007 and acquired by RateGain in 2025, with teams in the Americas, Europe, Middle East and Africa, and Asia Pacific.

The Role:

As a Sales Director or Senior Sales Director on the Corporate Commercial Team, you will be a player-coach: owning a book of strategic travel and brand advertiser accounts with your own revenue target, while leading a small team of sellers and driving the team’s overall number. You will bring strong relationships across the travel industry and its agency partners, and use them to grow Sojern’s business with major travel and brand advertisers in the fast-paced, online travel-advertising environment. This is a remote position.

Lead, coach, and develop a small team of sellers, setting clear goals and holding the team accountable to its revenue target

Own the team’s revenue number and forecast, running regular pipeline reviews and deal strategy sessions

Recruit, hire, and onboard strong sales talent, and build a high-performing, collaborative team culture

Provide ongoing feedback, performance management, and career development for direct reports

Partner with sales leadership on territory planning, account assignment, and go-to-market strategy

Individual Accounts

Own and grow a book of strategic accounts with an individual revenue target

Identify and win new business with major travel and brand advertisers and their agencies

Build and deepen relationships with holding companies and independent agencies, across both planning and buying teams

Develop account strategies that maximize Sojern’s opportunities across all products and channels

Lead executive-level presentations and negotiations, securing insertion orders and annual commitments on commercial terms that grow the business

Partner with Account Management, Product, Marketing, and Ad Ops to ensure smooth launches, effective QBRs, and ongoing campaign success

Maintain an accurate forecast of individual and team pipeline, with consistent reporting to sales leadership

Stay on top of travel marketing, media, and data trends, and bring market insight back to Sojern’s leadership and Product teams

Success Criteria:

Aligning and Executing Sales Strategy - Establishing a plan to achieve individual and team sales objectives, taking into consideration overall business goals, market opportunities, past results, and available resources; reviewing progress and adjusting the plan as needed.

Coaching and Developing Others - Providing timely guidance and feedback to help sellers strengthen specific knowledge and skills; helping each team member grow their book of business and their career.

Building a High-Performing Team - Hiring, developing, and retaining strong talent; creating a team culture of accountability, collaboration, and winning.

Business Acumen - Using knowledge of economic, financial, market, and industry trends to improve individual, team, and organizational results, and contributing to effective business strategies.

Building Influential Partnerships - Leveraging relationships with clients, agencies, and internal partners to persuade key stakeholders to take action that addresses customers’ needs and advances sales.

Guiding Sales Opportunities - Developing strategic sales solutions that consider available facts, constraints, competitive circumstances, and strategic priorities; clearly connecting solutions to business needs.

Sales Negotiation - Effectively exploring alternatives and positions to reach mutually beneficial agreements that gain customers’ acceptance and commitment.

Driving for Results - Setting high goals for personal and team accomplishment; using measurement methods to monitor progress; tenaciously working to meet or exceed goals.

High-Impact Communication - Clearly and succinctly conveying information and ideas to clients, agencies, executives, and the team in a focused and compelling way that drives action.

Emotional Intelligence Essentials - Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; managing own responses so behavior matches values and delivers intended results.

Qualifications:

8+ years of sales experience in digital and programmatic advertising, travel, and/or hospitality (10+ years for Senior Sales Director)

2+ years of experience directly managing and developing a sales team

Strong, established relationships across the travel industry and with media agencies (holding company and independent) strongly preferred

Proven track record of exceeding both individual and team revenue targets

Comfortable in a player-coach role, balancing an individual book of business with team leadership

Experience selling data-driven and programmatic solutions to brand advertisers and agencies

Strong negotiation skills, with experience closing large, multi-product deals

Excellent written and verbal communication skills and executive presence

Effectively influence and communicate cross-functionally

Highly goal-driven and thrives in a fast-paced environment

Proficiency in standard business and sales software, including but not limited to Salesforce, Google Workspace, and Office products

Bachelor’s degree from an accredited college or university

Travel Required - 20%

Equal Opportunity Employer

We are proud to be an equal opportunity employer and are committed to providing a diverse and inclusive workplace. We welcome and encourage applications from all qualified individuals, regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.